Negotiation in International Business

NEGOTIATION IN INTERNATIONAL BUSINESS

“Let us never negotiate out of fear. But let us never fear to negotiate.

John F. Kennedy”

1.APPROACH IN THE NEGOTIATING PROCESS

In the negotiation process there are a number of basic principles or "unwritten rules" that must be taken into account if you want to avoid costly mistakes.

Curry, J.E. states in “International business negotiatios” Publisher Teora, 2000

that negotiation is a voluntary activity, in the sense that each party may opt to enter into discussion at any time.

On the other hand, Berthon, P.R. argues in “ Pshycological type and corporate cultures: relationships and dynamics, Omega, 1993” that a negotiation usually derives from the reason that at least one of the parties wants to get something and find it possible to arrive at a mutually satisfactory arrangement.

The most common approach regarding this subject is that entering into negotiations involves the acceptance by both parties of the need to establish a common understanding before a particular decision is to be enforced. If the problem in question can be decided on unilaterally, there are no more reasons to start a negotiation.

Time is an important factor in negotiations. It plays an important role in influencing the overall climate and directly affects the final result of the discussions, as Hall E.T considers.A successful result does not always mean winning at any cost, but getting a result that pleases both sides.

The progress of any negotiations, even though it is led by a third person, is strongly influenced by personal values, understanding, attitudes and emotions of the people at the table of negotiations.

Hiltrop J-M in “Udall Sheila, the art of negotiation, ed. Rakesh, Bucharest, 1998” states in a clear manner that by taking into account these principles we can draw essential conclusions that provide a starting point for winning the most advantageous agreement and the best vision...